Discover the importance of taking care of your brand design agency marketing and the top tips to improve your results in this endeavor! The way to do marketing has changed. With the growth of Inbound, we see more and more companies of various sizes and segments working in the digital environment.
Even so, there are still marketing analysts and business owners who, for lack of knowledge or experience, prefer to continue betting on offline strategies such as radio or television. Working with Inbound Marketing services has the potential to generate a type of relationship with your client that the provision of specific services does not have: becoming a strategic partner for its success, becoming essential for your business. I have addressed all these issues, as can be seen in the post on how to differentiate your marketing agency. But we still don't talk about something very important: the customer profile for those services. Not all companies are ready to work with Inbound Marketing and that happens for many reasons: not seeing the value, little knowledge of the methodology, not understanding the results, not being patient to see the first results, among other things. In this post, Have a look on how to select better clients: All clients are not equal Some clients understand the intention of focusing on the final result of the work, which is the real function of Digital Marketing. They understand that they must entrust their strategies to a specialist like you and that sustainable achieving consistent results, with a strong link with the Sales area, is possible. They perceive value in that and are willing to invest their time, dedication and money in your experience and knowledge. But not everyone is at this point, you already know that. It is necessary to build potential clients with that intention through the Digital Marketing actions of the marketing consulting agency itself and identify within your portfolio that is fit to go in that direction. Going beyond the basic premises of a project for the client is essential to get to know your business in-depth. How do these companies think? Do you see Marketing as a boost for business growth? How much value am I generating for these companies? Learn now some ways to evaluate the current profile of your potential clients, to begin to realize businesses that will bring more benefits to the agency, such as recurring profit and higher profits: The customer is not always right Many of the sales professionals in the agencies do not have Inbound training. In a new business perspective, you end up closing projects according to what the client says they need. For example: when a prospect says “I need a new website,” Sales is already negotiating on what the prospect wants and not necessarily what it needs. When the client states that he needs to develop a new website, the first questions should be “Why? What is your objective with that website? How do you think that will help you have more results? " When you approach the problems and understand the pains of the client, you can present more concrete solutions to reach expectations and create a medium and long term relationship. For that, your Sales Team needs to be ready to sell Inbound Marketing services. Learn to say "no" Some clients tend to be more stubborn than others. You want to help them, but they can absorb a lot of your time and raise operational costs. You need to question them and find out how much they need your help and why. That way, it is possible to align a service package by stages or a consultancy and increase your average income. The challenge with the "no" is that finding the right client to say "yes" can take time, which requires patience and persistence on the part of the agency team. Owners have to rely on that "customer selection", as it is the right address for their business. After all, it is no use taking accounts that will become problems: cancellation of services, dissatisfied customers and lost hours without bringing the return to the agency.
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